Patrick Joyce is a true one-percenter and he’s also the first sales hire Scott has officially made in his journey towards building his very own world-class sales organization. Patrick has been a lifelong seller with a diverse background including graduate-level mathematics, secondary education, insurance, and SaaS. He’s consulted over 100 startups and has a reputation for his unique ability to craft relevant, multichannel messaging that delivers results. Patrick has worked to successfully coach clients on breaking into new business ranging from SMB to Fortune 100 markets. Now, he’s joined Sales Success Media to help Scott build something incredible and lasting!
In today’s episode, Patrick and Scott talk about the origin story of how they met and what prompted each of them to want to work with each other. Patrick expounds on his sales style, philosophy, and his greatest accomplishments thus far in his career. Patrick is a very deliberate sales professional who likes to do things in his own way. He believes in the power that individuals have to change the world and that’s exactly what he’s set out to do. Patrick relishes the chance to evolve offerings within the sales industry and prides himself on having a reputation as someone who can deliver results and open new business in almost any market.
Patrick speaks to the three aspects that he attributes to his success. These include his intense work ethic, his ability the learn new ideas and concepts through reading and networking. In fact, one of the major things that led to Scott hiring Patrick was his unique networking ability, what Scott calls his ‘superpower.’ Patrick brings to the team an expertise that is unmatched in cold outbound and top-funnel sales. The conversation shifts a bit as Patrick interviews Scott about what Scott has learned from all of the sales professionals he’s met and interviewed throughout the years. Finally, Patrick issues an actionable challenge to the audience. He challenges them to participate on mindful meditation every day. If you’re able to take five minutes and be really intentional during this time with the overarching theme of thinking of your long-term goals, Patrick is convinced that you will have a better life in three weeks.
What We Covered:
00:01 – Scott thanks the sponsors of today’s episode, Skipio, Vidyard, and Proposify
00:38 – Scott welcomes today’s guest, Patrick Joyce
01:23 – The top three attributes that Patrick attributes to his success
01:51 – Number 1: Applying a strong work ethic
02:42 – Number 2: His ability to learn new things/reading
03:33 – Number 3: Networking
04:20 – The top three books Patrick has read
06:29 – Patrick’s sales origin story
07:49 – Patrick speaks to the decision to pursue a career in tech sales later in life
13:08 – Patrick reflects on his first SDR role
15:46 – Patrick takes the audience through his journey from his first sales role to today
18:08 – Patrick tells the story of hiring a sales coach for himself
19:59 – Scott provides a background on the work he’s been doing recently
21:27 – Scott takes a moment to discuss the Sales Tech Expo he’s currently working on
28:11 – Patrick shares what prompted him to reach out to Scott to be a guest on his podcast
34:16 – Patrick’s talks about his greatest sales superpower
42:53 – Scott takes a moment to promote the latest sponsor of Sales Success Stories, Skipio
46:23 – Scott talks about the many ways he uses today’s other sponsor, Proposify
50:33 – Why Patrick wouldn’t change anything about his career path if given the chance
52:15 – Patrick shares his favorite sales story
57:40 – Patrick’s proudest accomplishment
59:35 – Why money is not the most important thing to Patrick and what intrinsically motivates him
1:00:52 – Patrick and Scott talk about the importance of leaning into your authentic self
1:02:09 – Patrick takes the audience through a typical day in the life
1:09:43 – How Patrick addresses his weaknesses and balances all of his work
1:13:23 – Scott takes another moment to promote the upcoming Sales Success Summit in Austin
1:19:59 – Patrick details how he structures his day
1:23:33 – The books, news, podcasts, and trade information that Patrick consumes
1:27:43 – Patrick’s tech stack
1:31:00 – Patrick’s sales style and philosophy
1:33:10 – What motivates and drives Patrick and where he wants to go in his career
1:41:11 – Patrick’s approach to networking
1:43:09 – One of Patrick’s beliefs that the average sales professional would think is crazy
1:45:33 – An average sales professional’s belief that Patrick thinks is crazy
1:46:18 – Advice Patrick would give to an upstart sales professional
1:50:09 – Advice Patrick would give to a struggling sales professional looking to reach the next level
1:53:41 – Scott takes a moment to thank the final sponsor of today’s episode, Vidyard, and charges listeners with a challenge
1:59:38 – Scott turns the tables and has Patrick interview him for this section of the podcast
2:03:56 – Scott expounds on what he’s learned from others on what’s made them successful
2:11:28 – What Scott thinks about Patrick being his own unique self and how it impacts how he shows up at work
2:18:52 – Patrick’s actionable challenge to the audience
2:21:24 – Scott thanks Patrick for joining the show
Read the full transcript & show notes →
Tweetables:
“While I’ve been consulting, I’ve had between five and ten clients a month that I was writing for. So, I’ve seen that many different companies every month for the last ten months in different sectors selling to different types of people. I got to see different patterns and break different concepts down in a different way than most people would ever get the chance to do.” (40:53)
“I’m proud of my reputation for being able to deliver results and open new business in pretty much any market. I like that I’m known for that.” (57:53)
“Changing the axis of the world by a couple of degrees is something that I’m interested in trying to do.” (1:00:18)
“As long as we are sharing a common vision and I can see that headway I think it’s going to work out just fine.” (1:08:23)
“That’s the exciting part for me is to evolve the offering and the industry and just be a part of it and getting to have those conversations.” (1:19:46)
“My style is to really jump into the other person’s perspective.” (1:32:05)
“I get a lot of satisfaction from watching people grow.” (1:40:09)
“Go back to the 80/20 Principle where you figure out what the twenty percent of your input was that was the special sauce that gave you all the results, you turn your whole day into that. And then all of a sudden it’s like a recursive formula.” (2:09:45)
Links Mentioned:
[email protected]
Sales Success Stories Podcast
Patrick Joyce on LinkedIn
Patrick’s Cell Phone Number: (206) 591-3367
Zig Ziglar
The QUIET Method
Salescast
Stephen Chase on LinkedIn
Patrick’s Podcast Interview with Scott Ingram
Text ‘JOYCE’ to (512)-813-0676 for a special message from Skipio and a chance to connect with Scott & Patrick
Pocket Casts
She’s A Given
Fiverr
Sponsors Mentioned:
Vidyard
Proposify
Skipio
2021 Sales Success Summit
Books Mentioned:
The Challenger Sale
Tech Powered Sales
Smart Calling
Ogilvy On Advertising
Antifragile
The E Myth
The Science of Selling
Gap Selling
Podcasts Mentioned:
Armchair Expert
The Joe Rogan Experience